IBM, EMC and Symantec's Channel EncountersIn colums today, our editors spotlight three major vendors, each struggling with obstacles in serving their channel partners. Robert Faletra looks at EMC's channel overhaul and, by and large, likes what he sees: "You've heard me say before that the way a vendor's direct sales force's compensation is structured as it relates to the channel is absolutely critical to its success in the indirect world. EMC seems to be putting all the key components in place." Meahwhile, Steven Burke talks to a solution provider who was "Snubbed By Symantec" and hears a different tale: "[VAR Tyler Dikman] said the Symantec rep noted that given his size, he would not get a dedicated account rep. Dikman promptly began moving his business and said since moving to the bulletproof Secure Resolutions product, he has doubled his profits on every license sale and received priority technical support." To get the full flavor of Steve's passion for the channel, thought, you must see his Rants and Raves segments on CRN TV. Finally, Robert DeMarzo looks back at Sam Palmisano's first five years as CEO of IBM. DeMarzo credits Palmisano for his success at transforming and growing the tech giant, but notes one unfinished task: "What about the solution providers that sell IBM's goods? Turns out that they're not so upbeat... If there's one area Palmisano must focus on in his next five years, it's fulfilling the software giant's promise for the greater solution-provider community--not just the upper echelons of the IBM channel." Posted by Joe Caponi at 02:26 PM, February 5, 2007 This is a public forum. United Business Media and its affiliates are not responsible for and do not control what is posted herein. United Business Media makes no warranties or guarantees concerning any advice dispensed by its staff members or readers. Community standards in this comment area do not permit hate language, excessive profanity, or other patently offensive language. Please be aware that all information posted to this comment area becomes the property of United Business Media LLC and may be edited and republished in print or electronic format as outlined in United Business Media's Terms of Service. Important Note: This comment area is NOT intended for commercial messages or solicitations of business. |
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